How to Inspire Referrals and Business Growth with a Balloon, T-Shirt, and Thank You Card

Today, I heard Anthony Miller, a friend and colleague in the Oregon Chapter of the National Speakers Association give an outstanding presentation on how business can succeed in tough economic times. Anthony, who is the president of a sales training company called Stepping Stones Solutions, told an insightful story about how one of his friends is thriving in the mortgage business when many competitors are going bankrupt in today's difficult economic environment.

Anthony said his friend attributes his success to a laser focus on customer service and building a referral based business. For instance, when a customer completes the arduous mortgage approval process and receives a loan, Anthony's friend sends a box to the customer's office containing a big helium balloon that pops out when the it is opened. Inside the box is a handwritten thank you note, a t-shirt with the name of the mortgage company, and a few business cards. Invariably, people notice the balloon and have questions. Commonly, the story of the successful mortgage process is told which oftentimes leads the person hearing the story to ask for information about the mortgage broker and a business card is passed. The mortgage broker who spends about $15 for for the contents and delivery of each balloon package has gotten many great referrals and sales from this effort and considers it his most successful marketing tactic.

What do you do to wow satisfied customers once you've made the sale? How do you still instill excitement that gets people to refer their friends and colleagues? If you have limited marketing dollars, you have to make sure that you spend them wisely in a way that will be noticed. I would be curious to hear what you do.

Comments

[Jesse W.]

Marketing is an amazing thing that will ALWAYS make money! I enjoy it greatly and I enjoyed your article!

Jesse W.

[Personalised Balloons]

Hi,

What a great idea, I wish I had thought of that. Oh, I have now :-) Seriously though I know I will be able to use that idea myself, I will put a mailer together and send it out to a bunch of clients who are in 'referall type businesses', maybe I will put it in a balloon in a box myself.

Thanks

Jim